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Selling Power TV Interview: Does Your Sales Process Create Value?
…great opportunity to explain Sales Process Excellence in a nut-shell. Let me know what you think! And, visit https://www.sellingpower.com/Cloud to subscribe to Selling Power Magazine. Order your copy of Sales Process Excellence today. Michael…
Selling Power TV Interview: Does Your Sales Process Create Value?
…great opportunity to explain Sales Process Excellence in a nut-shell. Let me know what you think! And, visit https://www.sellingpower.com/Cloud to subscribe to Selling Power Magazine. Order your copy of Sales Process Excellence today. Michael…
The Last Thing a Fish Discovers is Water
…“cold calling” enough … Instead, I had been working to set up Google alerts for research as well as trigger events that Jill Konrath (www.sellingtobigcompanies.com) refers to. I was trying to set up an automated…
The Last Thing a Fish Discovers is Water
Last week’s blog post “Why People Are NOT Your Most Important Asset” created some strong reaction. Here is an example: Michael, I was recently fired from my sales job, because I wasn’t on the road “cold calling”…
When Your Customer Becomes Your Enemy
…2008, 3:00pm Eastern http://tinyurl.com/6jagbh Full URL: http://www.saleskaizen.com/SalesKaizen_Guide_teleconferenceDec18.aspx If you have faced a similar challenge, I would love to hear about it. Send me an email with your story. Michael Webb (With thanks to my associate…
SellingPower Praises “Sales and Marketing the Six Sigma Way”
…example!). You can read the article at the following link (though you may need to provide a log in): http://www.sellingpower.com/html_newsletter/sales/article.asp?id=2575&nDate=September+5%2C+2006 Thank you, Gerhard Gschwandtner and Heather Baldwin of SellingPower for making this your headline piece!…
Services
…at identifying and improving the common, high-impact issues preventing your organization from achieving its objectives. Principles and methods are introduced “Just-In-Time” as they apply to real-world problems (no “academic” training projects). Team leaders and participants…
Field Sales Case Study in a Global Chemical Firm
…sales growth increased $40 million in in the first year. The company’s five-year plan targets were achieved in four years. Improved responsiveness slowed their European competitor’s growth. The competitor ultimately pulled out of the market….
How Lean Is Your Sales Process?
…too many blue widgets in the warehouse. We need you to sell blue widgets, darn it!”) Advertising and “brand awareness” campaigns that create no measurable customer response. (“Our competitors are spending a million, so we better…
Oh, Now I Get It!
…with this sort of thing all the time: Businesspeople struggle when technicians communicate value poorly (“Please don’t tell us how the clock works!”), and Technicians struggle when businesspeople communicate value poorly (“You didn’t say you…
